An important lesson we teach in our sales courses, is that one of the biggest threats to a successful sales career isn’t a lack of skills – it’s a lack of drive, often called the ‘minimum disease’. This mindset creeps in as a subtle, persuasive whisper: “You’ve done enough for today; take it easy. Sleep in a bit longer. Start tomorrow instead.” It tricks you into believing that doing the bare minimum is enough, but in truth, it limits your potential.
Achieving real success in sales requires consistent effort, even on days when enthusiasm is hard to find. To overcome the minimum disease, you need discipline and the determination to go beyond what feels comfortable. Enrolling in sales courses can provide the tools and mindset needed to combat this barrier. By honing your skills and reinforcing your ambition, you can build the momentum required for long-term success in sales.
This harmful mindset reveals itself through countless excuses, each one pulling you further from success:
- I can prospect tomorrow.
- That’s enough for today.
- I don’t have the time.
- They won’t be interested.
- Our prices are too high.
- I’m not motivated.
It spirals further with thoughts like: “How little can I do to stay off the manager’s radar?” or “I’ll just check emails and catch up on admin instead.” Over time, these habits create a cycle of avoidance that feels easier than tackling challenges head-on. In psychology this is referred to as ego depletion, where willpower diminishes as mental energy declines.
A 2010 study by Baumeister and colleagues showed that people are more likely to avoid demanding tasks when their mental resources are depleted. To break this cycle, self-awareness and intentional action are essential. Enrolling in sales courses that focus on resilience and time management can help rewire this mindset, equipping you with the tools to overcome excuses and achieve consistent success.
Skipping a day of prospecting can quickly snowball into skipping a week – and before long, there’s no pipeline, no meetings and no momentum. It’s easy to rationalise this behaviour, especially when surrounded by others doing the same. After all, misery loves company, and mediocrity thrives on shared complaints.
Ironically, these salespeople often blame external factors for holding them back while quietly sabotaging their own success. They do just enough to avoid getting fired, and in turn, their companies pay them just enough to keep them from leaving. It’s a cycle of stagnation that offers fleeting comfort but leads to long-term frustration.
Breaking free from this mindset isn’t easy, but it’s essential. Would you rather commit to two years of focused, disciplined sales effort or settle for a lifetime of mediocrity? A sales course can provide the structure and strategies to rise above average and achieve lasting success. If not now, when will it be time to stop being average? Contact us today and break the mould of mediocrity!
